“No-decision” outcomes – when potential buyers decide to do nothing – sap sales performance and represent missed opportunities for salespeople and prospects alike. Hoping for better luck next time won’t solve the problem. Gary Walker, executive vice president of channel sales and operations for sales training company CustomerCentric Selling, suggests five strategies that address the root causes of no-decision losses. getAbstract recommends Walker’s expert, concise – and self-promotional – article to salespeople still waiting for their prospects to make up their minds.
In this summary, you will learn
- Why some sales prospects decide to do nothing,
- What strategies can prevent sales losses due to “no decision” and
- How to incorporate these strategies into your sales process.
About the Author
Gary Walker is executive vice president of channel sales and operations at CustomerCentric Selling.
Comment on this summary
Customers who read this summary also read
Suzanne M. Paling
Career Press, 2016
McKinsey & Company Inc. et al.